True salesman

When visiting with my cousin rcently, I learned a little more about my deceased father that didn't know. He organized his business leads and contacts by city and not by name in his Rolodex. That way when he was in that city, he would call to meet or drop in to see all the businesses in that city. He realized that if you are not in front of a customer or potential customer then you're not making money. Maximizing your time by geography is key to maximize both your schedule and your earnings. As my cousin said, he was a true salesman, and I couldn't agree more. How do you sort your leads and appointments?